Blog

In the posts below, Kevin McArdle offers his thoughts on moving your business forward with actionable, practical steps to create traction.

3 Reasons Your Customers Aren’t Taking Action

When a deal stalls, you and your team may ask yourselves why. Lately, I’ve been seeing some trends in the marketplace that can help you …

The First Decision Your Prospects Have to Make

Every buying cycle comes down to two critical decisions that your prospective customer has to make: 1. The first is, "Why change?" Why should I …

The 3 Biggest Challenges in Sales Today

If you’re struggling to see growth this year, the problem may feel too big to wrap your arms around. In preparation for a recent webinar, …

New Article: Avoiding a Competitive “Bake-Off”

I want to share an article I recently wrote for Composites Manufacturing Magazine, the official publication of the American Composites Manufacturers Association: “Secure Better Business …

What Makes a Good Elevator Pitch?

A good elevator pitch can bring significant business your way, especially if you do a lot of prospecting through networking. Even though your elevator pitch …

Who’s the Hero of Your Story?

Have you ever known someone who made everything all about him? How did it make you feel? That’s how your prospects feel when you make …

What Separates Businesses That Thrive?

I’ve been fascinated with one question for a long time: Why do some businesses thrive at a time when others are struggling to survive? I …

New Article: You Don’t Need a Better Sales Process

I want to share an article I recently wrote for Composites Manufacturing Magazine, the official publication of the American Composites Manufacturers Association: “You Don’t Need …